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Michael Berman

Recognizing and Reducing Non-Productive Behavior   21 Apr, 2004
By: Michael Berman

Nick Warnock, the copier salesman on "The Apprentice" television show, has raised the profile of copier sales. Although he has become a sympathetic figure for many, I am somewhat troubled by his self-congratulatory side exemplified by his biography in which he writes,...more >>

Value Selling in Copiers   9 Mar, 2004
By: Michael Berman

When I started my career as a sales rep, I bought into the mantra that the more sales calls you make, the more closes you will get. When I became a manager, I embodied it. I can’t remember exactly what caused me to become a cynic, but by the time I reached senior sales management levels,...more >>

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